Information & Communication Technology (ICT)

Technology companies face unique challenges as a result of rapid technological change that shortens product cycles and narrows the window of opportunity for bringing products to market and making them a commercial success.

At the same time, buyers are able to research solutions to their business problems using search engines, social networks, newsletters, forums, blogs and many other online and offline sources. Buyers can now learn a lot about a company’s products prior to contact with that company’s marketing or sales representatives.

The combined effect of these circumstances is to make it more difficult than ever for technology companies to consistently achieve their performance goals in terms of:

Sales revenues

Profitability

Market share

Year-over-year growth in all the above

So, what to do about all this? How should these challenges be confronted so that these performance goals can be achieved and exceeded?

Answer: Focus on - Demand Generation

Demand Generation can improve operational performance through techniques that raise buyer awareness and interest while building cohesion between marketing and sales that improves your leads pipeline and your leads-to-sales conversion ratio.